Sales Productivity Enhancement

Understanding the sales productivity of your sales force can allow you to:

1. Compare yourself to past performances - are you getting better?
2. Compare yourself to competition - are you better than they are?
3. Determine staffing levels in good times and bad - too few, too many sales reps, managers?

Problem solving is easier if you are not just using the single output measurement of 'sales results'.

A company's sales productivity is positively affected by a well-designed sales process implemented by a skillful sales force. Further significant increases can be had by directly developing ways to:

1. Eliminate sales activities that don't add value to the customer.
2. Maximize sales rep time in front of customers.

Lean corporate staffing levels over the past few years have burdened the sales force with tasks that marketing, customer support and other departments used to do. Sales productivity has been lost in the scramble to find sales at any cost and control overall expenses. (Sales force automation and CRM tools may have just added to this problem).

What we do:

W.D. Cowan Associates will develop and implement a program to:

1. Identify appropriate measurements for the productivity of your sales force.
2. Analyze what activities your sales reps spend most of their time doing.
3. Categorize and assess the customer value-added contribution of these activities.
4. Modify the sales process to account for the conclusions reached.